Understanding Selling and Sales Management

What’s the best approach to managing sales reps? Is it monitor activity? There are lots of guys who do that – the 100 calls each week type task masters. Is it micro management? – go there, say this, ask that, give this presentation, close, discount, plead, threaten. There are more than a few who’ll work that [...]

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Recruiting Sales Managers for Small Business

Sales Manager

How does any small business owner set about recruiting a sales manager? Recruiting anybody is a risk. No matter how carefully candidates are interviewed and references checked, there’s always the question of whether there’ll be a clash of cultures. It’s doubly difficult with sales people. They spend a lot of time on their own with [...]

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Making Sales Management Make Sense

Reengineering Sales

Sales Management seems to be a hot topic these days. Our blog at Successful Sales Management is attracting a lot of interest from people wanting to understand more about it. Or at least, somebody else’s thoughts on the subject. Readers registering for our email newsletter are asked what their role is in business. The one [...]

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Lifting Your Sales Management Game

Reengineering Sales

Sales management is all about getting prospects to buy what your company is selling, right? You’ve got the product, maybe with a few limitations. You’ve got the marketing, at least somebody’s idea of what’s needed to excite customers, even if it isn’t yours. You’ve got the troops, although most won’t be the best in your [...]

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Sales Strategy Case Studies

Reengineering Sales

Regular visitors to our blogs will know sales strategy features strongly in our thinking, and especially as a fundamental component of Reengineering Sales Management. Our book explains in detail the why’s and hows of sales strategy, and even includes a template to get readers started on developing their own, to fit their business, in their [...]

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If Only Politicians Could Think Like Sales Managers

Reengineering Sales

With our economies stuck in the doldrums, economists always getting it wrong, and politicians not knowing what to do, somebody needs to bring new ideas to the conversation. To me, that sounds like a job for a sales manager. OK, that might sound like a bit of a stretch. Sales managers are great people. They [...]

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Building Opportunity Cost Into Sales Management Strategy

Reengineering Sales

Does opportunity cost figure in your sales management strategy? When choosing sales models, coaching reps, or even deciding on tactics for a particular deal, do you consider what the cost of your decisions might be? Not the actual costs, but the alternative cost – the value which could be achieved with alternative decisions. If you [...]

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Redefining Sales Management Strategies Processes and Tools

Reengineering Sales

Is your sales management performance disappointing? Are you able to make reliable sales forecasts, knowing which deals you’re going to win? Is your funnel or pipeline management more aspiration than expectation? Are you managing sales, or are sales managing you? Maybe its time to reengineer your sales management? What do we mean by reengineer? Revise [...]

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Why Typical Sales Approach Doesn’t Work – Case Study

Reengineering Sales

What is the typical sales model, and why does it need to change and to what? Most people won’t know too much about the history of selling, and that includes a lot of sales people. Why would they bother to find out? Everybody knows selling is simple, right? Find a prospect, pitch the benefits and the price, [...]

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